For Solicitors Who Want More Clients Without Having to 'Sell' Their Services

Get More Clients
From Your Initial Consultations Or Meetings

Without Being 'Salesy' Or Unprofessional

Dear Fellow Solicitor,

Image of The Business Instructor Does any of this sound familiar:

You want more clients, paying you higher prices, but you don’t want to do anything which feels ‘salesy’ or unprofessional?
You want to put an end to hearing the words “I can’t afford it” or “that’s too expensive” when you tell clients about your fees
You know you need to get better at turning more prospective clients into paying clients, but you want practical advice, not theory and textbooks.

If so, you are definitely in the right place.

I’m Michelle Peters, The Business Instructor, and I know what it’s like to want more clients but not want to do anything which feels like ‘selling’.

I was the same – when I stopped being a lawyer in a large City firm and set up my own business, it took me a long time to develop the skills I needed to attract more of the right kinds of prospective clients to me, and easily convert them into paying clients, without having to feel like I was chasing after them or ‘selling’ my services. I had to learn the hard way, making lots of mistakes along the way, which cost me time and money. But now I use my 5 Step Client Conversion System to get more of my ideal clients to say ‘yes’ to working with me in a way which feels comfortable and ethical and positions me as an expert, not a salesperson.

Now I am going to show you how to do the same in my 5 Step ‘Get More Clients Without Being ‘Salesy” Client Conversion Programme.

Imagine what it would be like if you could find a way to:

help clients to understand why they should buy your service, rather than trying to ‘sell’ it to them
comfortably position yourself as the expert you are – not a ‘seller’ – when talking to prospective clients, so they want to hear your recommended solution for them
get more clients to say ‘yes’ at the end of every initial consultation or meeting

And what if you could do all that in a way which:

didn’t require you to spend any more time in initial meetings or consultations than you already do?
didn’t involve doing anything that felt ‘salesy’ or unprofessional – either for you, or your prospective client?

My ‘Get More Clients Without Being ‘Salesy’ 5 Step Client Conversion System will show you how to:

Get more of your ideal clients to come to an initial consultation, presentation or taster session with you, without having to do anything which feels ‘salesy’
Use a powerful system for consultations, presentations or taster sessions which will get more of your ideal clients to want your product or services
Follow up with prospective clients in way which feels comfortable and adds value, so they don’t feel like you are chasing them and are more likely to say ‘yes’ to your service
End the ‘feast or famine’ results from your initial consultations or meetings by building a system for selling your services that will bring you predictable and consistent results
Become really comfortable with ‘selling’ (and get more of your ideal clients to want to ‘buy’) by positioning yourself as the expert, not the salesperson

This System has been developed specifically for lawyers who don’t like to ‘sell’ their services, but realise they need to do more to convert the enquiries they get into paying clients, more consistently.

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Why Is It So Important To Be Good At Converting Enquiries Into Clients?

You can spend as much money as you want on marketing and advertising, but if you don’t have a good system for converting the enquiries you get into paying clients, then you’ll be wasting a high proportion of that marketing and advertising spend. What’s more, if you do initial consultations or meetings to get new clients then you’ll have to spend a lot of time in those meetings to get enough clients to say ‘yes’. This is a bit like having a leaky bucket to catch your water in, and when you need more water you just turn the tap on more fully in the hope you’ll catch more water. But it makes sense to ‘plug the holes in your bucket’ first – in other words, make sure enquiries aren’t slipping through your fingers before you spend more time and effort getting those enquiries in the first place.

If you currently have a ‘success rate’ (also known as conversion rate) from your consultations or meetings of 1 in 3, that means the money and time you spend getting those other two enquiries to come to meetings with you is wasted. Let’s assume it’s costs you £100 in advertising spend to get each enquiry and takes you, on average, 5 hours of time to deal with an enquiry from the time they first contact you to the time they leave a meeting with you (allowing for initial conversations, following up by phone or letter, setting up the meeting, attending the meeting and following up the meeting if you need to). That means that with a 1 in 3 success rate it costs you £300 and 15 hours of time to get each new client.

Now imagine you improve your success rate to 2 in 3. It now costs you half as much in advertising spend to get a client (2 clients for £300 which means £150 per client) and takes half as much time (2 clients for 15 hours which means 7.5 hours per client). So by improving your success rate from 1 out of 3 to 2 out of 3, your cost and time spent in getting clients is reduced by 50%.

So what would fixing the holes in your leaky conversion bucket mean for you?

What’s The Secret To Getting More Prospects To Say ‘Yes’ To Your Services?

The secret ingredient in my 5 Step Client Conversion System is about helping clients to buy your services, so you don’t have to sell to them. You do that by educating your clients about WIIFM (‘What’s in it for me’). So that they understand how they will be better off if they get your help and why they should do that sooner rather than later. When they know that, they will want to buy.

My System gives you all the tools and a step-by-step guide to creating your own ‘buying’ system for your clients.

“In the first 6 months of this year, enquiries have increased by 30% and the percentage of those enquiries becoming clients has increased by 36%.”

Andrew Park, APP Law Solicitors

‘Get More Clients to Say ‘Yes’ Without Being ‘Salesy’
The 5 Step Client Conversion System for Professionals

Let me walk you through creating your own Client Conversion System in the 5 Step ‘Get More Clients Without Being ‘Salesy’ programme.

Step 1 – Prepare

Step 1 is critical to the success of your entire Client Conversion System. You must be absolutely clear about what your prospective client needs to understand in order to say ‘yes’ to working with you before your can build a system that helps them do that. So before your start you must understand exactly what your client needs to understand by the end of your initial consultation or meeting in order to say ‘yes’ to working with you.

In this module you’ll discover

The real problems your ideal client has that you need to solve for them
What your ideal clients really need to understand before they will say ‘yes’ to working with you
The steps you need to take to help your client buy the services your recommend to them at the end of the initial meeting or consultation

I’ll give you my step-by-step planning checklist so you will know exactly what your ideal client needs to know, think and feel by the end of your consultation or meeting to maximise the prospect of them saying ‘yes’ to working with you.

By the end of this module you’ll know (and have planned out) exactly what you need to do to get more of your prospects to say ‘yes’ at the end of your initial consultation or meeting.

“Thanks for a great training Michelle. Very professional and informative. Good both for beginners in business and the more experienced. The latter can sometimes get into bad habits and it’s good to get re-focused on what we should be doing.”

Jessica Hylands, Confidence Coach (Client Conversion Webinar 2 Oct 2014)

Step 2: Position

This module will show you how to create the right positioning to with your prospect so that they trust you and your recommendation. Your meeting needs to be like when a patient comes to see the specialist doctor – you ask the questions, they answer, and you then give your recommendation.

You’ll learn how to:

Position yourself: as the expert that can help them solve their problems (or achieve their goal or project)
Position your meeting (both before and during the meeting): so that it’s not about giving away free advice, but instead about diagnosing problems and recommending solutions
Position your prospect: so they understand why they need to answer the questions you ask and why they should want to listen to your recommendation

I’ll give you a step-by-step script you can use (or adapt) for starting your meeting which will create the right positioning and make sure the meeting runs to the agenda you have planned. So you won’t spend the time giving away free advice or having your ‘brain picked’ only to have the prospect leave without hiring you. Instead, you’ll know that the meeting will guide the prospect to making an educated decision about whether or not they want to work with you.

“We have just participated in Michelle’s excellent webinar “3 Reasons why your consultations are not bringing you as many new clients as your want”. Michelle hit every aspect of this difficult area right on target and we gained great clarity as to what we need to do to improve our performance converting prospective clients into paying clients. Michelle presents her techniques in a straightforward manner and makes you see how a pitch or consultation should work through the eyes of a customer. We would recommend Michelle without hesitation and we have booked her to work with us again.”

Rachael and Bill Ward, Rachael Ward Ltd Trade Mark Attorneys

Step 3: Diagnose

This module will show you to how to powerfully diagnose your prospective client’s real problems, so they understand why they need your help and why they should get that help sooner rather than later.

You’ll learn:

A powerful structure for guiding your prospect through the process of understanding what they really need and why
How to help your prospect uncover the hidden challenges they may not even be aware of
How to keep your prospect on the right path during your conversation (without feeling pushy or controlling)
The specific questions you should ask (and the ones you should not to ask) to get the best results

By the end of this module you’ll be clear about how to uncover the real problems your clients face, and how to help them see exactly why they need your services.

“It was a very clear introduction to the importance of improving outcomes from initial consultations to obtain more clients. It was simple and enjoyable and worth 60 minutes of my time. Thank You!”

Sioban Thomas, Leaf & Acre (Client Conversion Webinar 2 Oct 2014)

Step 4: Prescribe

In this module you will learn the most effective ways to deliver your recommendation (‘prescription’) to your prospective client including:

How to get your prospect to ask you for the recommendation, so you don’t feel like you are pushing it on them
Why you need to be clear about the ‘WHY’ and the ‘WHAT’ as well as the ‘HOW’ when giving your recommendation
The 4 step formula that will make your recommendation easy to digest and easy to accept
The critical questions to ask your prospect when giving them a recommendation that will dramatically increase the percentage who say ‘yes’ to working with you

By the end of this module you’ll understand exactly how to deliver your recommendation in a way makes it easy for your prospect to say ‘yes’ to working with you.

“I recently had a “Get More Clients” strategy session with Michelle which was an incredible experience. She helped me to understand which are the weak links in my business and how to correct them. Moreover, she talked me through the 5 steps in her programme so I could see exactly what I needed to do. She is astute and very knowledgeable. Michelle is extremely professional and yet realistic about your personal business situation. She will help you with your master plan and then help you implement it. I highly recommend Michelle and her work as I have got so much out of it.”

Monica Bortolin-Cossa, Managing Director at MBC Diamonds Limited

Step 5: Maximise

In this module you’ll learn how to maximise the results you get from your initial consultations or meetings.

You’ll learn:

What to say and do at the end of the initial consultation or meeting to increase the chances of the client hiring you
How to deal with any ‘objections’ to working with you in a comfortable but effective way
How to follow up with prospects who don’t (or can’t) say ‘yes’ at the end of the initial consultation or meeting
The biggest mistakes most professionals make during and after their initial consultations which reduce the chances of getting a ‘yes’ and how to avoid them

By the end of this module you’ll know exactly what to do to get more of your prospects to say ‘yes’ after an initial consultation or meeting with you – without having to do anything ‘salesy’.

“Michelle identified some key strategies I needed to implement to improve my sales conversions. I put them into practice and immediately secured a new client as a result.”

Jason Wright, Kingston Smith & Partners LLP

So, if you are ready to end the unpredictable or poor results you get from your initial consultations, and ready to get more prospects to say ‘yes’ every time, then my 5 Step ‘Get More Clients Without Being Salesy’ Client Conversion System is for you.

How Does It Work?

To make sure you focus on just one thing at a time, and get it done, this programme is spread out over 90 days. So you will be able to fit this around your client work and you won’t get overwhelmed with too much information or to much to do. Because you will be ‘doing it as you learn it’, the full system will be implemented into your business by the end of the 90 days – this won’t be a set of training sessions ‘waiting to be implemented’.

Here’s how the 90 day programme works:

You will have access to a video training session every two weeks for 12 weeks – one training session for each of the 5 steps plus an initial introductory training session and pre-course module to help you ‘Identify Your Ideal Client’
Each training session will last 60-90 minutes and can be accessed from your computer or tablet (or you can download the mp3 audio to listen in your car or on your phone)
Each session comes with handouts, checklists and other resources to keep you on track and help you maximise your results
I will personally review your “Identify Your Ideal Client’ pre-course assignment and provide feedback to ensure you are on the right track before you proceed with the rest of the training
In between sessions you can ask me questions about anything covered in the programme via an online forum.
After the final training session we will have a private 30 minute ‘review and implementation’ call to ensure any outstanding questions you have are answered
There will be templates, checklists and tools for you to complete after each session to make sure you implement what you have learned and get results
By the end of the programme you will have implemented my 5 Step Client Conversion System into your business and be using it to get more clients to say ‘yes’ to working with you.

Imag e of Grow Your Business

“I was attracted by Michelle’s experience and understanding of the commercial legal services market…. She proposed a more coherent strategic approach, based around knowledge/education based marketing. It is still early days but I can already see a significant increase in the number of new enquiries, and the percentage who become clients. In the first 6 months of this year, enquiries have increased by 30% and the percentage of those enquiries becoming clients has increased by 36%. Michelle gives good value and I would recommend her to anyone running a practice similar to mine”

Andrew Park, APP Law Solicitors

So what’s the investment?

If you wanted me to work with you privately to go through this 5 Step programme, the investment would be £3,000 +VAT (and it would be worth it because you would see much more than that coming back to you in increased client numbers and higher fees or prices). But the good news is that I have designed this group programme to be as affordable as possible for those with smaller businesses at much less than half the investment for the private programme with me.

This programme is easily worth the modest investment of 3 easy payments of £395+VAT 30 days apart (or save money with one payment of just £995+VAT at the start) – if you got just one more client as a result of implementing this system into your practice then it would have paid for itself (I’m assuming a new client is worth at least £995+VAT to you in profit over the total time that client stays with you).

But we’re not talking about building a system to get you one more client – we’re talking about a system to bring you more clients every month. And, once it’s set up, you don’t need to any extra time or money on marketing to get more clients – you’ll simply get more clients from the meetings you are already having. But if you do decide to increase your marketing time or spend, you can do so confident that you’ll convert more of the enquiries you get into clients. So you’ll get more clients for every £100 you spend on marketing compared to now.

But because I know cash flow can be a challenge when you don’t have as many clients as you need, I want to make it even easier for you to say ‘yes’ to yourself and get this system implemented into your practice in the next 3 months. So I’m offering you the opportunity to get started with an initial payment of just £395+VAT, followed by a two further payments of £395+VAT 30 days apart. So you can start implementing the strategies from this programme – and start seeing results – before you finish paying for it. Or, save money with a single payment of £995+VAT.

My Personal 100% Money Back Guarantee

“I’m confident that when you enrol in this programme and implement the strategies I’ll be showing you, you will get more clients from your initial consultations or meetings – bringing more income and profits into your practice. But I want you to be 100% satisfied with your decision to work with me. If at any time before the third training session you are not completely confident that we will produce the results you are looking for, let me know and I will give you a full 100% refund of the fees you have paid – no quibbles.”

“In a nutshell the whole course [Get More Clients To Say ‘Yes’: The 5 Step Client Conversion Programme] is extremely valuable – like a revelation, as if one has been working in a perpetual fog all these years and now it has cleared to reveal crystal clear scenery. Every client meeting that we have had since/ during the course has converted!”

Bill Ward, Ward Trade Marks

Are you thinking ‘I know I need this, but I can’t afford it’?

What is it costing you not to fix your ‘leaky’ bucket? How many clients are slipping through your fingers? How much money or time are you wasting on generating enquiries (through networking, marketing, advertising) that isn’t producing business for you? Improving your conversation rate from 1 in 3 to a rate of 2 in 3 would cut your time and money spent getting new clients by 50%. What would that mean for you and your business?

If you take advantage of single payment option, the cost of this programme is just £995+Vat and for that you are getting all the training, tools, templates and support you need to get more clients and grow your business. It’s a small investment in YOUR training and skills as a business owner which will help you get more clients and make more money in your business for years to come.

But there’s no need to take my word for it – you can try the programme and see for yourself how it can help you. If you aren’t 100% convinced it is going to transform your business, you can ask for your money back in full under my money-back guarantee (just let me know you before the third session and you’ll receive a full refund). It’s risk-free!

If you are still asking yourself whether you can afford to do this programme, let me ask you a different question: “can you afford not to?” If you don’t have as many clients as you want and your business isn’t producing you the income you need to enjoy the lifestyle you want, you need to do something to change that. This programme can help you, but only if you take action now and say “yes” to getting this training and support for yourself.

Are you worried that you might not have enough time for this?

Finding enough time to do everything in your business can be a real challenge – particularly if you are still employed full or part-time. The good news is that this programme only requires around 2 hours a week of your time for 5 weeks. And you can start putting into practice what you have learned – and start getting results – immediately. If you can’t make the live sessions, you can listen to the recordings later. You can also email me your questions in advance of a session and I’ll answer them during the session and send you the recording afterwards. So you won’t miss out even if your schedule prevents you from attending live.

So this programme is flexible and easy to fit into your schedule. And because it will show you exactly what to do, step-by-step, it will help you turn more prospects into clients and make you more money.

RESERVE YOUR PLACE NOW

YES MICHELLE, I want to Get More Clients Without Being ‘Salesy’

I understand I will get:

Introductory Training Module and ‘Identify You Ideal Client’ assignment review with personal feedback
5 Training Sessions teaching my proven 5 Step Client Conversion System (watch online or download
to watch again later)
Personal Review of your ‘Identify Your Ideal Client’ assignment with feedback
Access to me between sessions via online forum to get your questions answered
Templates, tools and checklists, so you can get faster and more consistent results
30 minute follow up ‘review and implementation call’ at the end of the programme

REGISTER ME NOW
for the “Attract More Clients With Less Selling” 90 Day Programme

To pay by credit card call 020 7275 7471, or to request an invoice prior to payment email my team.

I’m looking forward to helping you build you 5 Step Client Conversion System that will be bringing you clients for months and years to come.

Yours,

Michelle Peters
The Business Instructor

P.S. The most important thing you can do today is make a DECISION about whether you want to move forward with this programme or not. I know you’re too busy to put anything else on your to put on your ‘to do’ or ‘to think about’ list – so trust your instincts on this one. If it’s a YES, then enrol in the programme today so you can start getting these results now.

Bill Ward, Racahel Ward Ltd Trade Mark Attorneys

To contact us please call 020 7275 7471 or email us

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